🌎
This job posting isn't available in all website languages
📁
Marketing
💼
Elsevier
📅
RES0013H Requisition #

Context

  •  RI solutions are characterized by a complex consultative sales process with long sales cycles and with a mix of technically sophisticated products. These solutions are typically sold to university leadership, including VP’s for Research, Provost’s offices, and Deans of schools (e.g. Dean of Engineering or Dean of the Medical School).
  • The portfolio has grown further in complexity with several key acquisitions, along with a simultaneous transition from product-based selling of individual point solutions to enterprise-level systems, software as a service, and the delivery of integrated platforms instead of products.
  • Successful sales of RI solutions to universities and governments, typically involve building cross-institutional consortia and support from a diverse set of stakeholders, from university leadership to senior librarians, senior data analysts, grant administrators, and technical and IT personnel including CIO’s.
  • Parallel to revenue growth, the RI Sales team has expanded substantially, from a team of 16 FTEs in 2012 to over 110 FTEs, located in over 20 countries.  This growth will continue to expand, in scope and complexity, within a highly dynamic competitive environment, placing a strain on the sales organization’s ability to master the level of knowledge required in this environment, and to secure the ambitious new sales revenue targets it is assigned while retaining its rapidly expanding customer base.


Summary of Core Focus/ Responsibilities of the Sales Enablement Manager

 

Sales learning and development

  • Work closely with Market & Solutions Readiness Program Manager and Learning & Performance to design and enhance the RI Learning Program
  • Conduct and organize blended and hands-on training for new hires and refreshers for existing sales people on solutions proficiency, effective demos, and translate technical capabilities into a value proposition and narrative
  • Manage the internal RI sales enablement site
  • Align with other Learning & Performance and Market & Solutions Readiness Program Manager for new hire and incumbents training programs (training solutions/portfolio cross solution selling)
  • Strategy Development: RI Sales Enablement Portfolio
  • Lead and manger the RI Sales Enablement Portfolio strategy; partner with Business Development and Sales Leadership to raft a holistic strategy to support the RI sales organization;
  • Deploy sales enablement efforts/assets consistently through varies channels; work with solutions, marketing to create and deploy support materials and messages to Sales;
  • Validate through varying needs assessments, existing and potential gaps within the sales organization, as related to solution proficiency and the sales process; communicate gaps to marketing; generate solutions to resolve gaps;
  • Understand customer needs, spot opportunities and creative ways to leverage, pitch/demo products to close and renew deals.  

Marketing to Sales Communications

  • Manage and maintain portfolio push (comms to sales) and pull communications; measure open/click/absorption rates; work closely with MS&R Communication Manager;
  • Prepare sales demo setups (scripts, demo datasets, demo system configuration) to be used in specific markets (e.g. tailored to the regional specifics);
  • Work with RI Marketing/Product Managers to shape and deliver content/messages throughout all stages of the sales process;
  • Mange all RI touchpoints from Marketing to Sales: RI sales enablement calls, RI briefs, Chatter, webinars, etc;
  • Ensure new product release sales communications are delivered and reinforced;
  • Work with marketing to create and maintain updated assets for specific markets and customers.

 

Sales – marketing – product Conduit 

  • Facilitate frequent and close alignment between sales, marketing and product teams – form the conduit between the teams
  • Ensure all relevant sales/marketing and product people are aligned with product and market developments
  • Ensure the product and marketing teams are kept informed on market developments (e.g. competitive intel, country specific developments, etc.)



 

 


 

Requirements

  • Minimum 7-10 years progressive consultative sales experience, and/or a minimum of 5+ years of sales enablement and/or strategic consulting experience, preferably in a data-intensive industry (e.g. finance, technology consulting, advanced data analytics firms, software industry, telecommunications)

  • Proven track record of success in high-value SaaS and/or software platform sales with extended sales cycles and demanding post-purchase customer support.

  • Proven ability to create, implement, and continuously improve dynamic and responsive curricula and training programs in a fast-paced business environment characterized by frequent acquisitions of small firms by both Elsevier and its key competitors, and a disruptive competitive startup landscape

  • Demonstrated expertise in sales techniques, objection handling, navigating a sales calls, and a proven ability to master new product capabilities and new implementation and training processes rapidly and effectively.

  • Demonstrated capability to accurately assess and measure knowledge acquisition and retention among sales organization, with strong analytical abilities.

  • Strongly preferred: Academic background and advanced degree in organizational learning and behaviors at Masters or Ph.D. level.

  • Strongly preferred: Progressive history of sales success as demonstrated in achieving and exceeding sales targets over 3 to 5-year period.

  • Strongly preferred: International experience in major markets, and/or global role—this role encompasses global activities and responsibility, and all candidates should be able to demonstrate effectiveness in multiple geographies.

  • Exceptional verbal and quantitative reasoning and communication skills, with a demonstrated ability to teach key concepts and summarize and communicate complex ideas into a dynamic curriculum, driven by deep knowledge of how sales professionals think, operate and absorb training.

  • Leadership work ethic with an ability to work longer hours whenever needed

  • Expertise in lead generation cycles, pipeline analysis and pipeline management, including qualifying sales opportunities, lead research, profiling & optimization.

  • Functional knowledge of CRM systems, prior SalesForce experience strongly preferred.

  • Proven track record of successfully working with and influencing sales reps and sales executives

  • Knowledge of new technology trends, specifically metrics, data visualization, semantic technologies, and machine learning, and relevancy to customer goals and needs.

  • Good team-building and team leadership skills

  • Excellent oral and written communication skills with a flair for storytelling

  • Proactive, self-motivated with the ability to work with minimal supervision

  • Ability to travel (up to 30%)

 

Tasks/Skills

  • Create, improve, and implement sales enablement strategies to engage relevant Sales teams on Research Intelligence

  • Design and deliver innovative and scalable learning curricula and learning pathways for sales teams

  • manage effective design of skills certification, tracking and benchmark system to track benchmarks of relevant skills and knowledge levels across Sales teams.

  • Quantify outputs and impact of improved sales enablement processes in compelling and measurable way.

  • Advise Product Marketing and Sales leads on how to best design Research Intelligence Sales Enablement / solution readiness plans

  • Enhance marketing impacts, including use cases, targeted marketing techniques, customer product awareness and education, value propositions, and strong narratives around product and platform capabilities under the constraints of current sales model.

  • Create sales enablement service culture with strong and measurable bidirectional interactions with global RI sales organization.

  • Track and leverage Salesforce market feedback (e.g. use cases, win loss) to improve and deepen Win-Loss analysis of RI accounts to improve market agility and global market knowledge – working closely with Sales Product and Marketing leads as needed.

Elsevier is a global information analytics business that helps institutions and professionals progress science, advance healthcare and improve performance for the benefit of humanity. We help researchers make new discoveries, collaborate with their colleagues, and give them the knowledge they need to find funding. We help governments and universities evaluate and improve their research strategies. We help doctors save lives, providing insight for physicians to find the right clinical answers, and we support nurses and other healthcare professionals throughout their careers. 


Elsevier provides digital solutions and tools in the areas of strategic research management, R&D performance, clinical decision support, and professional education; including ScienceDirect, Scopus, SciVal, ClinicalKey and Sherpath. Elsevier publishes over 2,500 digitized journals, including The Lancet and Cell, more than 35,000 e-book titles and many iconic reference works, including Gray's Anatomy. Elsevier is part of RELX Group, a global provider of information and analytics for professionals and business customers across industries. 


Elsevier employs over 7,000 people in more than 70 offices worldwide. We are an employer of choice, attracting and developing talented and creative people who thrive in a challenging and fast-paced environment. We offer an excellent compensation and benefits package as well as a real opportunity for career growth in a growing organization. Elsevier is an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law. If a qualified individual with a disability or disabled veteran needs a reasonable accommodation to use or access our online system, that individual should please contact 1.877.734.1938 or accommodations@relx.com.

Previous Job Searches

Activity Feed

93461
Job shares through RELX Group
Someone referred a link. 33 minutes ago
Someone referred the Software Engineer Intern position. 34 minutes ago
Someone referred the Product Marketing Manager position. 54 minutes ago
Someone referred the Product Data Coordinator position. 4 hours ago
Someone referred the Associate Product Manager position. 7 hours ago